Referrer management – what do you do when you can’t reciprocate work referrals?

Posted on: December 30, 2015

This year I have delivered a number of training courses – both publically and in-house – on the topic of referrer and intermediary management for lawyers, accountants and surveyors. Whilst the training focuses on research, strategy, messaging and the importance of relationship building a common question is how to do reciprocate when you are unable […]

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Referrer and intermediary management – Internal information systems

Posted on: December 11, 2015

At recent referrer and intermediary management training sessions the topic of information systems to was discussed. Whilst there is a host of excellent technology solutions available to larger firms, some within integrated accounts systems and others in standalone CRM systems, many professionals prefer to get the relevant behaviours established and the required information assembled before […]

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Intercultural working – some insights

Posted on: July 21, 2015

I recently participated in a webinar on intercultural working presented by the Open University Business School (OUBS). The speakers included Dr Bjorn Claes, a senior lecturer in operations management, and Jeremy Roebuck of Grow Movement. Here are the main points: What is culture? Definitions vary from “how we make sense of the world” to “our […]

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Book review: “Leadership transformed – how ordinary managers become extraordinary leaders” by Dr Peter Fuda

Posted on: August 5, 2014

I read this book a while ago but have mentioned it to several people (leaders) recently during coaching programmes so thought I’d write a short review to encourage them to read it. The book, which is based doctoral research using 360 degree feedback (Leadership/Impact instrument – a registered trademark of Human Synergistics International developed by […]

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Book review: The seven keys to managing strategic accounts – Sallie Sherman, Joseph Sperry and Samuel Reece

Posted on: June 28, 2013

A while back I blogged about some of the best books on account management http://kimtasso.com/getting-to-grips-with-key-account-management-kam but I omitted to mention this book (Seven keys to managing strategic accounts) which was published in 2003. It’s important because it is a joint effort with Miller Heiman – the creators of strategic selling® – and is based on interviews […]

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